Public Sector Sales Leadership & SLED Sales Systems that Win

Chasing RFPs isn’t a strategy. Our Winning approach: procurement intelligence, vehicle strategy, teaming orchestration, and a compliant response spine that lifts scores and closes awards.

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+20–40%
sales growth in 6–12 months

94%
stakeholder satisfaction improvement

$4.7M
cost avoidance from disciplined capture

Why SLED pursuits stall

RFPs ≠ revenue: limited pre-RFP influence, low scoring.
Vehicle sprawl: chasing 8 paths instead of the 2–3 that actually buy.
Teaming asymmetry: predatory sub terms, paper utilization, misaligned incentives.
Compliance misses: BEP/EEO/EBO/VPAT, insurance, security attestations.
Forecast fiction: weak stage discipline; probabilities inflated.

What changes outcomes

Targeted influence plans and evaluator mapping before RFP.
Right contract-vehicle on-ramps (state masters, co-ops, EDU consortia).
Teaming scorecards; JV/mentor–protégé structures; enforceable utilization.
Proposal score-map with a compliance response spine.
Security & data compliance sprint (StateRAMP/CJIS/FERPA).

Products & Solutions

Capture PMO-as-a-Service

Fractional Capture Lead + process + reporting. Install gates (Gate 0/1/2), qualify hard, and lift PWin with rigorous color-team cadence.

Vehicle Strategy & Readiness

Pick the 2–3 win lanes; build the readiness pack; support applications for state masters, co-ops, and EDU consortia.

Teaming Orchestration

Scorecards, MoUs/SOWs, utilization governance; sub→prime pathways with protections and measurable performance.

Proposal & Compliance Pods

Pink/Red/Gold teams, BEP/EEO/EBO & VPAT packs, score mapping, and graphics with a crisp response spine.

Price-to-Win & Competitive

Pattern pricing, differentiator framing, TCO narrative, and competitor playbooks that stand up in BAFO.

CIO/CTO/CISO Compliance Readiness

StateRAMP pathfinder; cyber/privacy controls aligned to CJIS/HIPAA/FERPA; readiness sprints for orals and audits.

30–45 Days

2+ prime teaming agreements in place; capture gates installed; pipeline scrub completed.

60–90 Days

One viable vehicle path secured; 1 compliant bid submitted; PTW baselines established.

Quarter Ahead

2–3 fully compliant submissions; forecast becomes board-safe; measurable win-score lift.

Engagement Models

Retainer: 1–2 days/week operating cadence.
Outcome-linked: Lower base + success fee on awards.
Embedded: Leader + SDR/Proposal pods for acceleration.

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Who We Help

SLED IT vendors (software, cloud, cybersecurity, services).
GovTech founders expanding beyond pilots.
Agencies needing interim CIO/CTO/CISO leadership.

Download: SLED Sales Artifact Bundle

Pre-RFP Intelligence • Ethical Engagement • Incumbent Displacement • Contract Negotiation — templates + checklists.

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About Ralph Kindred

Ex-Microsoft • Deloitte • Gartner • Federal Reserve • Slalom • Atos/Eviden. Chicago-based; Illinois & Midwest focus. We operate with analyst-grade rigor and vendor-neutral guidance—context first, always.

Proof Points

+20–40% sales growth in 6–12 months (pipeline quality & velocity).
94% stakeholder satisfaction improvement from disciplined execution.
$4.7M in cost avoidance via capture governance and PTW discipline.

Book a 20-minute SLED Triage Call

Text “CHICAGO” to (312) 273-9929 • Email rkindred@sledmatters.com

Weekly insights on Illinois procurement cadence, contract vehicles, and capture moves you can use.